Are You Hooked On Hopeium? - Stump The Guru

08/10/22 • 9 min

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind your most important goal: to learn your prospect’s truth.

When we fix our minds on the outcome -- making the sale -- we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.

This is the trap ... Because if the prospect suddenly breaks off communication, we feel lost, anxious, frustrated, discouraged, and confused. We become preoccupied with what went wrong.
In this month’s Stump The Guru show, I'll be talking about The “Hopeium” Trap and showing you that there is a pressure-free way to re-establish communication when your prospect starts pulling away. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries .... Listen in as I offer coaching, whilst my guests try to stump me with their challenging sales situations.

Get access to Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to: www.UnlockTheGame.com/Podcast and let us know!

When we fix our minds on the outcome -- making the sale -- we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.

Get access to Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to: www.UnlockTheGame.com/Podcast and let us know!

Previous Episode

Taking Out The Pressure: Overcome vs. Diffusing Objections – Stump The Guru

You’ve probably heard this over and over in your career. “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get awkward quickly.

Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help it grow. The traditional sales mindset will have you defending yourself, chasing them, and lowering your pricing. It’s not a fun game. The new sales mindset is about objections being a way to get to the truth of your prospects situation without all of the other “stuff”.

In this episode of Stump The Guru Podcast, I'll be talking about Taking Out The Pressure: Overcome vs. Diffusing Objections. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Get access to Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to: www.UnlockTheGame.com/Podcast and let us know!

Next Episode

Sales Rejection: Who Triggers It? You or Them?- Stump The Guru

If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably burn the relationship with them, right!?
Have you had those days where it feels like every sales conversation ends in rejection!? And how confidence shattering and exhausting that can be. Well, you know, I have discovered that this rejection and this chasing isn’t random, it’s triggered by certain things you say and do unknowingly that cause the other person to push back on you.
In this month’s Stump The Guru show, I'll be talking about Sales Rejection: Who Triggers It? You or Them? And how to increase your self-awareness about this.
I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries .... Listen in as I offer coaching you on (insert topic again) whilst my guests try to stump me with their challenging sales situations.

Get access to Aris Free Masterclass at www.UnlockTheGame.com/Video and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know!